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Question
When deciding on distribution plans for specialty products, companies generally ensure that the items are:a. made available only as private brands
b. made available in a large number of stores in a geographic area
c. made available only through the mail
d. distributed to a considerable number of stores in a geographic area
e. distributed to only a few stores in the geographic area
Answer
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
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Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
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d. uses short-term follow-ups, which focus on product delivery
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b. Traditional selling uses short-term follow-ups that focus on product delivery.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
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c. exclusive
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
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a. creation
b. temporal
c. assortment
d. spatial
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